Mike Schultz

Posts by Mike Schultz

  • The Sales Motivation Myth You Need to Stop Believing

    November 20, 2018

    Editor’s Note: This guest post was contributed by Mike Schultz, President, RAIN Group. Some sales leaders believe that a quota and an attractive compensation plan are enough to ignite the hustle, passion, and intensity in a seller. It makes sense they think this way given the recent Harvard Business Review articles with titles like “Motivating Sales People: What...

  • Top of desk view displaying a MIcrosoft Surface with teal keyboard, spiral notebooks, file folders, office supplies, and a plant.

    3 Secrets to Boost Your Sales Productivity

    August 23, 2018

    Editor’s Note: This guest post was contributed by Mike Schultz, President of RAIN Group. When I was first selling about 20 years ago, it was just me, the desk, the phone, a written directory of people who I could call, and a ticking timeclock. Now, the life of a seller is completely different. It’s amazingly harder to execute on a day-to-day basis. You have...

  • 9 Tips to Succeed in Selling Financial Services

    August 2, 2018

    Editor's Note: This post was co-authored by Mike Schultz and Gord Smith. When it comes to selling financial services, professionals are usually faced with three common challenges: Creating new conversations with potential clients. Leading conversations and winning business against stiff competition. Maximizing business with current clients. The good news is that...

  • Valentine's Day Candy

    4 Tips to Get Buyers to Fall in Love with You this...

    February 14, 2018

    Editor's Note: This guest post was contributed by Mike Schultz, President, RAIN Group. While Valentine’s Day is typically centered...

  • Sales Risks

    4 Key Risks to Your Deals and How to Minimize Them

    January 22, 2018

    Editor's Note: This guest post was contributed by Mike Schultz, President at RAIN Group. Imagine this scenario. You’re a seller who...